Analyzing the Sales Situation

This module discusses the importance of accurate business analyses and forecasting, and explores the various tools and processes that might be used to analyze a territory and forecast sales.

Basic Principles of Accounting

This module covers key terms that you need to be familiar with to understand basic accounting principles as well as the documents that are commonly used in reporting organizational finances.

Budgeting Techniques

This module explores a variety of tools that are available for preparing budgets as well as the most commonly included budget items.

Business Planning Tool: Developing a Hospital Profile

Most hospitals today are part of an IDN; therefore, there may be wide variation in how hospitals are structured and the factors that influence their purchasing decisions. This aide will help hospital sales professionals determine information to consider when developing a customer profile for their hospital.

Creating and Implementing a Business Plan

The business plans of healthcare sales professionals represent cooperative efforts between the sales professional and district manager, who guides the sales professional in plan development, approves the plan, and monitors its implementation. In addition, district managers must write their own plans. This module discusses the content and process for creating both types of plans.

Customer Focus and its Role in Business Strategy

This module discusses the importance of identifying primary customers, understanding market trends affecting these healthcare stakeholders, and distinguishing customer segments. It also describes how you can identify the needs of different customer segments.

Developing a Business Plan

This module discusses the structure and components that are needed to develop a business plan that will help you manage and communicate your goals for your accounts, status, and plan for achieving goals.

Fundamentals of Project Management

This module describes the basic elements of project management and explains the origins of some of the most common project management models.

Industry Strategies to Meet the Customers’ Needs

This module focuses on how the industry is responding to the needs of the current healthcare community.

Interactive Business Planning Tool

The business planning process is a guide to analyzing your key accounts, setting goals, and establishing a plan for meeting those goals. This tool will provide you with the structure and components needed to develop a business plan that will help you manage and communicate your goals for your accounts, status, and plan for achieving goals.

Managing Projects, Resources, and Change in the Workplace

This module discusses the steps that contribute to a productive planning process and looks at planning in the context of three important management skills: managing projects, managing resources, and managing change in the workplace.

Managing Resources

This module focuses on three important resources available to district managers' time, finances, and technology/automation.

Project Management Tools

This module describes various tools that are available to help you manage groups of tasks involved in your project. You can select those that intuitively feel most helpful to you and appropriate to the project. There is no right or wrong choice.

Skills for Navigating the Healthcare Industry in the 21st Century

This module discusses some of the skills that healthcare sales professionals will require to grow and succeed in their territories and within their organizations. These skills include awareness of industry trends, an emphasis on customer service, effective partnering skills, negotiating skills, the ability to work as part of a team, knowledge of financial issues and strategic business planning, and technology skills.

Strategic Business Planning in a Changing Healthcare Market

This module provides a general introduction to the value-based strategic business planning process and its resulting benefits.

Streamlining Healthcare through Integration Alliances and Outsourcing

This module discusses three strategies (integrated delivery systems, alliances, and outsourcing) that are borrowed from business management to streamline healthcare delivery.

Streamlining Healthcare through Reengineering and Consolidation

This module reviews two streamlining strategies (reengineering and consolidation) that are borrowed from business management.

The Role of Healthcare Sales Professionals

This module discusses the role of healthcare sales professionals as it relates to: territory analysis, gaining access to customers, and working within teams.

Tools for Economic Evaluation

The tools discussed in this module make sense of data, provide theoretical constraints within a given set of assumptions or parameters, and provide a sense of order and certainty through mathematical and analytical processes. However, their predictability must be balanced against a broad understanding and perspective of the economic issue or problem being considered, and allowance must be made for unintended consequences.

Using Total Quality Management and Six Sigma as Tools to Improve Healthcare Outcomes

This module discusses two well-known quality improvement strategies from the business community that can be applied in healthcare: total quality management (TQM) and Six Sigma.

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